How to recognise when you are being manipulated with false discounts.If it sounds too good to be true, it probably is.
Loading the Price Before Dropping.
Price loading is different from starting at the highest retail price. I’ll use the example of conservatory blinds. At the company that I worked for, there were a lot of extras available. We were taught to start by adding in all the extras and designing the most expensive blinds possible. Adding these to the order made a big difference to the commission as they paid bonuses on top of the standard percentage.
The sales presentation points out that the company is different from the others because as part of the service, it offers conservatory valeting, a five-year service plan and includes furniture. These extras add £2-3,000 extra to the order but it gives the salesperson a means to reduce the price before he eats into discount and commission. He would also start by quoting for an automated roof and may quote individual blinds instead of doubling up where he can.
Imagine that he has delivered a price of £13,000 for all the bells and whistles and the customer falls off the chair in shock saying that is almost the cost of building the conservatory. (They often said that.) Doubling up the blinds, removing automation and the extras, which he would do in stages, brings the price right down to £7-8,000. This already seems like a massive reduction and some will agree to this price, not realising that there is still a couple of thousand pounds’ worth of discount available.
What Type of Company Uses False Discounts?
In general, the purpose of this website is to warn customers of the tactics used by commission-motivated salespeople who represent the larger national companies. Smaller local companies do not tend to use high-pressure sales tactics and false discounts because they do not have the ‘know, like and trust’ status to get away with it. Obviously there are cowboy tradespeople so take your time to consider your supplier and do not give in to any pressure tactics that encourage a decision before you are comfortable.
This information doesn’t just apply to glazing companies such as Anglian, Safestyle, Everest and many others. It also applies to almost all other home improvement companies that rely on commission only or commission motivated salespeople.
Sharps, My Fitted Bedroom and Hammonds for fitted bedrooms.
Wren and Magnet for kitchens along with Homebase, B&Q and Wickes.
Thomas Sanderson, Hilarys and 247 blinds.
DFS and SCS for sofas.
This type of marketing is driven by consumers. It gives the biggest response. It is now part of our culture but that doesn’t mean that it is right.
‘I have written ‘salesperson’ as a description suitable for male and female but where it is necessary to write ‘he’ or ‘she’, I have chosen to write ‘he’ rather than the clumsy use of both. Males still dominate the sales industry. It does not imply that women can be trusted more than men. That is not the case’.
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